Selling Professional Services

Cash is the most relevant buyer value in tech deals today. Some vendors and sales people get it – some don’t. Is it time you refreshed your solution’s economic value to clients? Can your solution even accomplish this?

Ann Landers frequently told readers to seek true love elsewhere. It looks like a number of big-name integrators, outsourcers, etc. have signed up with NetSuite, a SaaS application solution. It would appear that big service’s love for on-premise ERP is waning.

CA knows a thing or two about governance – now they’ve got a book out on the subject. Even more interesting is how this publication serves to differentiate CA from other firms who speak of governance but can’t prove the depth of their competencies.

What differentiates one freelancer from another is their brand and how they present. Are you doing everything possible to speak to the prospect’s issues instead of speaking about yourself? Selling doesn’t have to be hard if you sell with your strengths: your subject matter expertise and your knowledge of the prospect.

So, you’re now a freelancer – While that wasn’t your career plan, initially, you’re a freelancer now. How do freelancers sell when they’re really great at delivery? Read part 2 of this three part series on the world of Inadvertent Freelancers